Sales Manager

This position is responsible for delivering the budgeted Ben Line Tank & Chemical logistics (TCL) revenue and gross profit. You will be supported by a collaborative group of tank operation and chemical logistics, and procurement professionals all working together to drive growth. You will demonstrate leadership, integrity, teamwork, and a passion to deliver successful business results in a manner consistent with Ben Line Agencies (BLA) culture, utilizing highly strategic selling techniques.

Success will be obtained by navigating complex sales conditions with target market decision makers and promoting our custom value-added solutions to help solve their unique supply chain challenges. This position will also demonstrate TCL’s value through discovery, presentations, collaboration with senior leadership, and ultimately negotiating and winning new business. The territory and/or focus of this sales position is Vietnam. You will be measured and held accountable to deliver profit through growth in New Customer Acquisition, Sales Revenue, Margins, and Volume Targets.

• Prospecting and New Business Strategy:

- Meet commercial target assigned, including but not limited to gross profit, volume, sales activities and so on.

- Develop, implement and execute strategies for each identified target business opportunity.

- Establish and perform Monthly, Quarterly, and Annual account strategic plans, in line with Global/Regional Sales Strategy and market developments.

- Execute activities (Prospecting, Lead Follow Up, Relationship Nurturing, Quoting, Sales Calls) to stay on track with New Customer acquisition targets and increasing “Share of Wallet” with existing customers.

- Continuously monitor own performance against budget and adjust actions or approach accordingly.

• Account Management:

- Develop, maintain and grow the existing relationships with principals/business

partners, in line with the agreed SLAs/KPIs per customer needs and to enhance the customer experience and retention.

- Ensure awareness on TCL’s suite of services within the network, acting as the ambassador for BLA promoting all new offerings, products and solutions.

- Monitor and analyze active accounts’ volumes, revenue contribution, and overall performance and action accordingly if off track.

- Identify and implement cross selling opportunities from the existing BLA array of service offerings.

- Submit customer performance analysis to senior management.

• Tender Management:

- Identify and pursue tender opportunities (if any) within the existing customer base as well as for new business opportunities, in line with the TCL Global Tender Process.

- Collaborate with the correct stakeholder/team/department, in line with the tender process, to ensuring optimal success for TCL and the customer.

- Manage the development of commercial presentations to relevant stakeholders, as needed.

• Credit Management:

- Check and monitor AR for all accounts (as the final escalation), in line with the TCL credit management policy and in cooperation with the Finance Department in order to minimize TCL exposure to receivable risk.

- Contribute to the Team’s speedy resolution to such challenges, protecting the interests of TCL as first priority.

• Business Optimization Solutions:

- Initiate the discussion with internal stakeholders and relevant parties to identify and develop new products and services to help meet customers’ evolving needs.

- Identify and share with senior leadership perceived gaps in TCL services.

- Bachelor’s degree or equivalent is preferred

- Written and oral fluency in English is preferred

- Experience using Microsoft Suite (Outlook, Teams, PowerPoint, SharePoint) and systematization with Cargo-wise as a plus

- This individual should have a minimum of 2-5 years Senior Level Sales Experience and be familiar with the principles and practices of Supply Chain and Freight Forwarding management, including FCL, LCL, Inland Transportation, Airfreight, chemical, DG cargo handling and fulfillment experience a plus.

- Experience in Intra-Asia and Transpacific markets. Procurement experience a plus.

- CRM experience (Salesforce, Hubspot, or equivalent), ISO tank operation, Oil & Gas business, Chemicals & DG cargoes.

- Ability to understand budgeting, customer P/Ls, performance reporting, and credit processes.

- Strong discovery, presentation, and communication skills

- Ability to connect strategy and plan, and execute accordingly

- Results oriented with a positive attitude, proper follow up and an organized self-starter.

- Need to be resourceful, proactive and positive

- Be a natural “promoter” & Proven ability to overcome customer objections with value, and not rely on being “cheapest” to win business